Of all the sales techniques we put into practice, few work as well as a powerful story. We can all quote statistics and tie them to a prospects needs. We can find their pain points and hammer away at how our products and services meets their needs. We can support our sales presentations with enthusiasm, professionalism, and a slick slide show. Continue Reading

I recently had the displeasure of having a very popular sales icon’s image shattered before my very eyes. This was no amateur, but a veteran sales professional, widely published author, sought after speaker, and business consultant. I used many of his ideas and techniques, read his books and newsletters, and frequented his website regularly. I was Continue Reading

Sales presentation skills are often confused with polished sales techniques that highlight the features and benefits of a product. While a polished approach is nice, a simple approach is better. No matter how many features, benefits, statistics, and numbers you present to a client, few will actually stick. There's an easier way.
Recently I was Continue Reading

I often hear sales professionals rattle on about the benefits of their product. They'll run down a list of what's great hoping that their building value in the prospect"s mind. When we do this - and I'm including myself - we sound like a boy whistling in the dark trying to make himself feel better. We'll say things like "Another great feature of Continue Reading

Have you ever thought, or said, "I don't want to pressure them. I don't want to come off as one of those sales guys." We all have - it's a very common Continue Reading

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SalesGrail.com was created by and for sales professionals to provide the best in sales tips, training, advice, and negotiation skills. After years of discussion and debate between two sales industry veterans (Theo & DH), they decided to Continue Reading

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